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Narwal · 3 weeks ago

Director - Partner Channel Sales

Atlanta, GA

Full-time

Onsite

Director/Executive

10+ years exp

Narwal is a rapidly growing company delivering cutting-edge AI, Data, and Quality Engineering solutions. They are seeking a Director of Partner Channel Sales to lead business development within the Tricentis partner channel, focusing on strategic partnerships and measurable revenue growth.

AnalyticsInformation Technology

Growth Opportunities

H1B Sponsor Likely

Responsibilities

Lead the Partnership Strategy: Act as the primary liaison and strategic leader for our relationship with Tricentis, ensuring maximum mutual benefit and market presence

Cultivate and leverage strong executive relationships within Tricentis leadership to identify and co-develop new business opportunities and strategic initiatives

Drive and execute proven success in partner-led business development and conversion, transforming alliance relationships into robust sales pipelines and closed deals

Drive customer proposals, workshops, and product demonstrations independently, showcasing our joint value proposition and technical expertise

Utilize an exceptional Solution Mindset for articulating complex value propositions related to Tricentis products (e.g., Tosca, qTest, NeoLoad, etc.) and our complementary service offerings

Identify, qualify, and close new business opportunities by aligning our services with customer needs for accelerated quality assurance, testing, and DevOps transformations

Shift Tricentis Professional services overflow to Narwal-owned SOWs; expand to multi-year managed services once delivery proves value

Demonstrate ability to take ownership and drive measurable outcomes, including revenue targets, pipeline generation, and partnership growth metrics

Stay ahead of Tricentis product roadmaps, market trends, and competitive landscape to continuously refine our go-to-market strategy

Collaborate with our delivery, marketing, and sales teams to ensure successful project handoffs and market alignment

Qualification

Tricentis expertiseB2B sales experienceSolution sellingEnterprise deal managementCRM proficiencyNetworking skillsProspecting skillsCommunication skillsNegotiation skillsPresentation skills

Required

Overall sales experience of 10+ years and deep Tricentis knowledge and experience (e.g., as a former Tricentis employee, senior partner leader, or deeply embedded consulting executive)

A current, active network and strong executive relationships within Tricentis leadership

Extensive experience in complex B2B sales cycles, solution selling, and managing large-scale enterprise deals

Deep understanding of the Tricentis product suite and how it integrates into enterprise DevOps and quality engineering strategies

Exceptional verbal, written, and presentation skills, capable of engaging C-level executives and technical stakeholders alike

Demonstrated success with enterprise-scale deals

Consistently achieved $2M+ annual new business quotas, and closed multiple deals in the $100K–$1M range, OR delivered $3M average ACV annually for 3 consecutive years, OR $5M TCV over 2 years

Strong prospecting, networking, and cold outreach discipline

Ability to run complex enterprise sales cycles (6–12 months) and manage procurement

Consultative and solution-selling expertise, with ability to map client needs to tailored IT services

Exceptional communication, presentation, and negotiation skills; proven ability to influence senior executives

Proficiency with CRM systems and pipeline management best practices

High energy, self-motivated, and entrepreneurial

Resilient and optimistic — thrives under rejection and bounces back quickly

Persistent, competitive, and driven to exceed targets

Coachable and adaptable — willing to learn, collaborate, and continuously improve

Strong integrity and accountability

Thrives in a smaller, agile, high-growth company culture

Comfortable wearing multiple hats and building structure where needed

Adaptable — able to succeed without the large marketing engine or brand recognition of bigger firms

Excited by the challenge of scaling a fast-growing company and leaving a visible impact

Benefits

Competitive salary and benefits package.

Professional development and global exposure.

Certified as a Great Place to Work.

Company

Narwal

Narwal, with its Global Delivery Model, strategically expands its reach across North America, the United Kingdom, and an offshore development center in India.

Founded in 2018

Cincinnati, Ohio, USA

201-500 employees

https://www.narwalinc.com/

H1B Sponsorship

Narwal has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

Represents job field similar to this job

Trends of Total Sponsorships

2025 (12)

2024 (13)

2023 (9)

2022 (22)

2021 (18)

2020 (14)